Issue 20 | 06.06.2024

The Mobile Robots industry is set for substantial growth, with an anticipated annual growth rate of around 15% according to the Forbes Magazine. To capitalize on this opportunity, Mobile Robot providers must strategically position themselves for success. This article dives into essential strategies for providers to safeguard their share of the future market: 

1. Understand Your Customers

• Market Research: Invest in understanding market needs and trends.
• Customer Environment: Know the physical and IT environment of customers.
• Sales Techniques: Adapt sales strategies to regional business practices.

2. Build Long-Term Partnerships

• Customer Collaboration: Engage customers in co-development projects.
• Trust Building: Maintain transparency and reliability with customers.
• Continuous Feedback: Use initial projects to deeply understand customer needs.

3. Develop a Robust Support System

• Local Spare Parts: Ensure spare parts are available close to customers.
• Reliable Customer Support: Offer prompt and efficient technical support.
• Comprehensive Training: Provide thorough training for customers to self-manage.

4. Strategic Market Positioning

• Focus on Niche: Specialize in a specific type of mobile robot.
• Logical Portfolio Expansion: Expand product lines logically and coherently.
• Clear Branding: Maintain brand identity across markets, avoiding deception.

5. Scalability and Ease of Implementation

• Ease of Implementation: Design products that are easy for customers to implement.
• Scalable Solutions: Enable customers to scale their operations independently.
• Effective Training Programs: Equip customers with the knowledge to expand usage.

6. Partnership with Other Providers

• Complementary Collaborations: Partner with other providers for a comprehensive portfolio.
• Integration Opportunities: Integrate other companies’ devices into your solutions.
• Flexible Partnership Models: Explore various collaboration models, such as integrator roles.

7. Focus on Core Competencies

• Product Development: Prioritize high-quality hardware and software development.
• Consulting Separation: Avoid diluting focus by outsourcing consultancy services.
• Market Adaptation: Quickly adapt to new markets by leveraging local expertise.

8. Marketing and Sales Strategies

• Honest Marketing: Avoid pretending to be something you’re not.
• Customer-Centric Sales: Tailor marketing and sales efforts to customer needs.
• Participate in Industry Events: Attend fairs and exhibitions to showcase products.

9. Manage Customer Expectations

• Transparency: Be upfront about product capabilities and limitations.
• Stabilization Phase Support: Stay with customers through the initial stabilization phase.
• Post-Sales Service: Ensure ongoing support and maintenance services.

10. Adaptability and Innovation

• Continuous Improvement: Regularly update products based on customer feedback.
• Stay Competitive: Innovate to keep up with industry advancements and competitors.
• Local Adaptations: Customize products to fit local regulations and standards.

Summary:

To thrive in the rapidly growing Mobile Robots industry, providers must focus on several key strategies. Understanding customer environments and needs is crucial for tailoring effective solutions. Additionally, fostering strategic partnerships and ensuring robust customer support and training will enable companies to scale efficiently and maintain a competitive edge. By prioritizing these areas, providers can successfully leverage the industry's growth potential and secure their market position.